Account Managers, pre-sales engineers and solutions sales teams involved in the selling of the Cisco Collaboration Solutions
The goal—and the power—of collaboration technology is to help people share as naturally as possible. The collaborative workspace environment gives people the flexibility to be where they need to be to do the best work they can. Cisco uses a transformational architecture approach, integrating mobility, video, and cloud to bring people together anytime, anywhere, on any device. Connect employees, customers, and suppliers to make decisions, resolve customer issues, or address supply-chain challenges. The architecture cost-effectively supports scalability, security, and accessibility. Cisco collaboration solutions are implemented to: Flatten organizational hierarchy and better communicate with all levels of the organization; Elevate and personalize communications to improve the quality and speed of decisions; Save time, simplify workflows, and increase workforce interaction and productivity; Build trust and understanding across time zones and within teams through video communications. Improve customer responsiveness by facilitating faster access to experts and information. Additionally productivity is improved. Collaboration solutions can help reduce travel, estate costs, and greenhouse gas emissions by supporting virtual meetings and telecommuting. Designed for Sales professionals this course utilises workshops, exercises and customer engagement based scenarios to highlight the market position of Cisco Collaboration Solutions, An overview of the main technical features is provided along with a comparison to the competitors. A successful sale requires a good understanding of the value of the solution to the business and this is viewed from both the business and technical stakeholders standpoint.
Understanding the Collaboration marketplace Pillars of Collaboration: Unified Communications, Unified Contact Centre, Wireless Collaboration, Unified Customer Voice Portal, TelePresence, Security Industry and market trends: driving transformation Business Impact of Collaboration: travel, engagement, expert availability, virtual events, mobility, connected workplace Cost Categories impacted by Collaboration Cisco Collaboration Deep Dive The architecture components Technology Differentiators Unified Contact Centre (Express, Enterprise) Unified Communications System Wireless Collaboration Unified Customer Voice Portal TelePresence: Room, Desktop, Immersive, Omni Channel Security: Identity Services Engines, Secure Group Access, Application Visibility and Control How to Identify, Target and Qualify Opportunities Opportunity Profiling: PBX Installed Base, Migration, Contact Centre Identifying Target Customers: Selecting appropriate stakeholders: BDM, TDM, Voice DM Customers Buying Needs for Collaboration, TP and UC Handling Objections; Business Agility, mobile productivity Differentiate Cisco Collaboration Solutions Building Competitive Advantage and Business Value Financial Metrics: TCO and ROI Operational ROI, Productivity ROI, Strategic ROI Create Value Specifying the Collaborative Solution Collaborative Case Study Exercise Collaborative Case Study Review: NBA, Blood Hound, Pella, AGH Ensuring Customer Success Through Partner Services - Part 1 Adding extra value through Cisco services Gartner iRatings on Cisco Sales Resources: UC, TP, Contact Centre, Remote Expert Mobile Collaboration Tools Promotion: Midmarket competitive displacement Cisco Collaboration Videos Unified Communication Licensing (Workspace & Connect) TCO ROI Advisor Quick Pricing Tools: Unified Communications Manager Express Tele Presence Calculator, Unified Communications TCO tool Cisco Collaboration Business Use Case Tool Ensuring Customer Success Through Partner Services - Part 2 Cisco Validated Designs Architecture for Mid-Market Video, Voice, Collaboration Unified Configurator for Collaboration VCS and UCM Video Integration POC, dCloud, cloud Labs Transform Work with Collaboration (dCloud) Work your Way with Cisco Unified Workspace (dCloud) Cisco Collaborative Competitive Landscape Who the competitors Are: Avaya, Nortel, Alcatel-Lucent, Microsoft, Mitel, Polycom, Shore Tel, Siemens What the competitors say: Alcatel-Lucent, Avaya, Cisco, Computer Sciences Corporation, Hewlett-Packard, IBM, Microsoft, Polycom, Verizon Communications, Voss Competitive Positioning: Microsoft Competitive Material: Avaya Aura Battle Card: Why Cisco
After completing this course you should be able to: Understand the Cisco Collaboration architecture Understand the Collaboration Market Understand Next Generation benefits of Cisco Collaboration Solutions Explain the business drivers for Collaboration Target Cisco Collaboration customers and identify key stakeholders Demonstrate the business value of Cisco Collaboration to customers Position Cisco Collaboration as the solution to business opportunities Create additional value through Collaboration management and support Differentiate Cisco Collaboration from competitive offerings